On today’s episode, Dooner and Hill are talking all about sales coaching and how teamwork enhances your sales process. We’re joined by Brad McBride, Founder and CEO of Zero Down Supply Chain Solutions. An Oklahoma Sooner alum, Brad knows all about getting ready for the big game. Brad McBride is a logistics industry professional with more than 30 years of experience. Brad launched Zero Down Supply Chain Solutions in 2003 to make an impact on the traditional industry practices that weigh businesse...
Nov 25, 2020•1 hr•Ep. 42
Our second bonus audio episode of Put That Coffee Down delves into how buyers of logistics services buy. Kevin sits down with Jim Bierfeldt, President and Founder of Logistics Marketing Advisors to discuss his 2020 report on how to get and keep the attention of logistics buyers. The core of the report is a survey of shippers and logistics buyers. Learn more about how shippers prefer to engage with salespeople from first contact through the buying process. You can download the full report here: h...
Nov 21, 2020•39 min
On today’s episode, Dooner and Hill are talking all about how to provide value and land more deals by thinking like a consultant. We’re joined by Jeff Booth, Head of Product, Opendock. Jeff Booth heads up Product for Opendock. In his role, he not only provides direct industry experience, but also guides design and development. Jeff previously worked with GlobalTranz, a leading third-party logistics provider focusing on freight brokerage. Jeff's background also includes financial analysis, strate...
Nov 18, 2020•1 hr•Ep. 41
On today’s episode, Dooner and Hill are talking all about how to get access to fortune 100 marketing on a small business budget. We’re joined by Erik Huberman, Founder and CEO, Hawke Media. Erik Huberman went from making only $350 his first year in business to growing and selling two successful companies. Sick of seeing that 99% of marketing agencies were useless and the other 1% inaccessible to small businesses, he launched Hawke Media. Today it’s the fastest growing marketing consultancy in th...
Nov 11, 2020•1 hr•Ep. 40
Kevin Hill and Dooner are live from FreightWaves LIVE @HOME with Lean Staffing Solutions' Trey Griggs. Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices
Nov 06, 2020•30 min•Ep. 39
"What I told you was true, from a certain point of view. You're going to find that many of the truths we cling to depend greatly on our own point of view." - Obi Wan Kenobi On today’s episode, Dooner and Hill are talking all about selling from a certain point of view: that of the shipper. How do you go about outlining the needs of your customers and in what ways do you position your pitch to address them? They’re joined by Paul Estrada, VP of Strategic Initiatives, Emerge. Paul spent 12 years at...
Oct 14, 2020•58 min•Ep. 38
On today’s episode, Dooner and Hill are talking all about how to win shipping bids. We’ll cover how to preserve your margins, benchmark the market, pitch the deal and tell the story of your value proposition. Also, what to do when you get ghosted. They’re joined by special guest Michael Fullam, Executive Vice President, ReedTMS Logistics Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit...
Oct 07, 2020•1 hr•Ep. 37
On today’s episode, Kevin Hill is joined by guest co-host, Joe Lynch, founder of The Logistics of Logistics, and special guest Adam Robinson, VP of Marketing for SONAR. It’s all about converting content marketing leads into real sales. All of the hard work, time and effort it takes to create content marketing has to turn into sales at the end of the day. We’ll talk how the sales process is different for inbound and outbound leads. It’s all about the trust level. Apple Podcasts Spotify Stitcher W...
Sep 30, 2020•1 hr•Ep. 36
On today’s episode, Dooner and Hill are talking all about selling data visualization, brand identity, and infographics with the purpose of driving leads and closing sales. They’re joined by special guest Amy Balliett Co-Founder & CEO, Killer Visual Strategies. If looks could kill, Amy Balliet would be the brand assassin you would want on your team! She went from producing the world's worst infographic ever created to scaling her agency, Killer Infographics, to a multi-million dollar industry...
Sep 23, 2020•1 hr•Ep. 35
On today’s episode, Dooner and Hill are talking all about the most common question is supply chain: where’s my freight? In world with disparate systems spread across the globe, visibility hasn’t just become a need - it’s a requirement. But, how do you sell these new systems and who is the buyer? They’re joined by special guest Robin Jaacks, Chief Commercial Officer, Ocean Insights Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm...
Sep 16, 2020•50 min•Ep. 34
On today’s episode, Dooner and Hill are talking all about the bad reputation brokers get and how you can improve your image. Defy expectations, build trust, and keep customers for the long haul with these logical steps. They’re joined by special guest Liz Wayne, Founder/President of Able Transport Solution. Plus, listener feedback, advice, and community building! Visit our sponsor Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm...
Sep 09, 2020•1 hr•Ep. 33
On today’s episode, Dooner and Hill are talking all about carrier sales and the art of negotiation. They’ll discuss how to find and select carriers, weed out bad methods for sourcing, and define what matters during negotiations. They’re joined by special guest Jake McLeod, CCO, RPM. Jake has experience and education on both sides of the bun. A Michigan Wolverine who, like Rodney Dangerfield, went back to school and got his Masters in Supply Chain Management from EMU. He has worked for XPO, Ryder...
Sep 02, 2020•1 hr•Ep. 32
On today’s episode, Dooner and Hill are talking all about sales call role playing strategies to prepare your team for the win. Learn how to prepare for calls, write scripts, pick perspectives and scenarios for your next (or first) role play training session. They’re joined by special guests Carolina Muñoz and Ivan Moreno of HubTek. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megap...
Aug 26, 2020•1 hr•Ep. 31
On today’s episode, Dooner and Hill are talking all about pitch decks. Learn how to empower your PowerPoint with clean, simple, thought provoking design and messaging. Find out why problems and their solutions are the bedrock of any great sales presentation. They’re joined by special guest Steve Ferriera, Founder and CEO at OceanAudit. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit m...
Aug 12, 2020•1 hr•Ep. 30
On today’s episode, Dooner and Hill are talking all about when the real work starts: after you land the account. They cover account handling, hand off, up-sell, cross sell, satisfaction, and retention. What model should you use? Cradle to the grave? A land and abandon to CSR Chicago freight style? Or a hybrid and dynamic approach? They’re joined by special guest Chris Jolly, The Freight Coach Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video...
Aug 05, 2020•1 hr•Ep. 29
On today’s episode, Dooner and Hill are talking all about social media strategy, marketing, selling, and brand building. Find out how our guest doubled Morning Brew’s twitter following in less than 6 months while creating a strong identity and voice for the company’s brand. They’re joined by special guest Toby Howell, writer at Morning Brew Plus, listener feedback, advice, and community building! Check out Toby's twitter rules here Apple Podcasts Spotify Stitcher Watch the video Networking list ...
Jul 29, 2020•1 hr•Ep. 28
On today’s episode, Dooner and Hill are talking all about the selling value vs product and price. They’re joined by special guest Josh Asbury, Vice President at HubTran. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about your ad choices. Visit megaphone.fm/adchoices
Jul 22, 2020•1 hr•Ep. 27
On today's episode, Dooner and Hill are LIVE from the FreightWaves 3PL Summit, and they're talking business with "The Real Wolf of Wall Street," Jordan Belfort, and Lean Staffing's CEO, Robert Cadena, and VP of Lean Sales, Trey Griggs. Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about your ad choices. Visit megaphone.fm/adchoices
Jul 21, 2020•37 min•Ep. 26
On today’s episode, Dooner and Hill are talking all about the power of ‘yes, and-ing’ your way to sales success via the art of Improv. Find out how this off-the-dome method of acting contains many of the rules you need to think in the moment, become an active listener, and gain insight into your prospects' POV. They’re joined by special guest, Steven Disbrow, Artistic Director of Improv Chattanooga Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the...
Jul 15, 2020•59 min•Ep. 25
On today’s episode, Dooner and Hill are talking all about one woman’s journey from COVID-19 related job loss to starting her own freight business. Plus, not only can cold calling increase business for you but it can also be gamified for good. Find out how. They’re joined by special guests, Nicole Barrett, President and Owner at Freight By Nicole; and Michael Neme, Supply Chain Management Consultant at GlobalTranz. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify St...
Jul 08, 2020•59 min•Ep. 24
On today’s episode, Dooner and Hill are talking all about finding your next sales role while avoiding sketchy job postings. You’ve seen them: make a fortune from home, choose your own hours, unlimited earnings potential, this could be you. Don’t get played. They’re joined by special guest, Ryan Schreiber, Director of Engagement (or equivalent) at CarrierDirect. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our spons...
Jul 01, 2020•1 hr•Ep. 23
On today’s episode, Dooner and Hill are talking about preparing a product launch and go-to-market strategy. They’re joined by special guest, Joel McGinley, Managing Director at Hubtek, LLC Also, what went wrong with Quibi? Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about your ad choices. Visit megaphone.fm/adchoices
Jun 24, 2020•59 min•Ep. 22
On today’s episode, Dooner and Hill are talking about getting your foot in the door. Learn how to use video to target clients directly and land your first meeting with that elusive big account. They’re joined by special guest, Tyler Hildebrand, Account Executive at Reliable Transportation Solutions. Hildebrand excels at crafting personalized narratives that have landed him accounts as large as Kraft. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch t...
Jun 17, 2020•59 min•Ep. 21
On today’s episode, Dooner and Hill are talking about entering the second half of the sales cycle strong. They’ll discuss tips for evaluating and supercharging your pipeline to make sure you head back out on the sales floor at peak performance. They’re joined by special guest, Brent Orsuga, Founder and President at Pinnacle Growth Advisors. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about y...
Jun 10, 2020•59 min•Ep. 20
On today’s episode, Dooner and Hill are talking about the sales lessons learned from the hit docuseries The Last Dance about the Michael Jordan era Chicago Bulls. They’re joined by special guest, Trey Griggs, Global Director of Sales, Hubtek. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Visit our sponsor Learn more about your ad choices. Visit megaphone.fm/adchoices
Jun 03, 2020•1 hr•Ep. 19
On today’s episode, Dooner and Hill are talking about the thing we often neglect the most: ourselves. On this show we're looking at how happiness, anxiety, and depression play into your sales process, career, and life. They’re joined by special guest, Stan Duncan, Senior Recruiter, Tallgrass Freight Company. Plus, listener feedback, advice, and community building! #FreightSales # #PutThatCoffeeDown #mentalhealth Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stit...
May 27, 2020•1 hr•Ep. 18
On today’s episode, Dooner and Hill are talking about getting back to the day-to-day of sales and how to approach internal and external selling in the new normal. They’re joined by special guest, Trent Broberg, COO at TruckStop.com Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices
May 20, 2020•59 min•Ep. 17
Check out our first audio exclusive bonus episode of Put That Coffee Down. This is one we've had in the archives, recorded on March 12th. Kevin Hill flies solo during this interview on FreightTech sales with Kurtis Tryber, Head of Customer Development at Parade.ai Catch the live show at 12PM ET Wednesdays on FreightWaves Linkedin and Facebook Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices
May 14, 2020•33 min•Ep. 16
On today’s episode, Dooner and Hill are talking about getting on the same page. Are your sales reps presenting your product in the best possible light? Are you launching a product and want to make sure your team knows how to sell it? Today we’ll discuss aligning corporate and sales rep goals. We’re joined by special guest, Stephen Bindbeutel, Director of Portfolio Strategy, Truckstop.com Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Netw...
May 13, 2020•59 min•Ep. 15
On today’s episode, Dooner and Hill are talking about driving sales by networking at virtual conferences - and we’re doing it in the most immersive way possible - at FreightWaves LIVE @home - THE virtual conference in freight. They’ll be joined by special guest, President at FreightWaves, George Abernathy. Plus, listener feedback, advice, and community building! Apple Podcasts Spotify Stitcher Watch the video Networking list Learn more about your ad choices. Visit megaphone.fm/adchoices
May 07, 2020•45 min•Ep. 14
